Have you ever noticed how hard it is to truly build trust with someone new—even when you come highly recommended? 

That’s because we naturally hold people at a distance until we understand their intent.

In this episode, Pam and Dan explore a counterintuitive truth about sales conversations. 

They break down why telling prospects they don't need to do anything with you—that “not moving forward” is perfectly acceptable—actually increases your chances of having an open, honest dialogue. You'll learn how this simple shift in approach can transform your interactions, whether you're in sales, leadership, or even parenting.

In this episode, Pam and Dan break down what real mindset preparation looks like, and why it matters - especially if you want better results from your conversations. Telling yourself to be calm, confident, or courageous is not enough. If it was, you’d already be having the more meaningful conversations and results. 

Listen in as Dan and Pam show you what it takes to develop real mindset strength—the kind that lets you stay present, stay curious, and keep serving your prospect even when things don't go the way you hoped.

Goals: Why do they frustrate so many of us? 

In this episode, Dan shares a different approach to setting goals designed to help you break free from the traditional goal-setting trap. We'll explore why the word "goal" itself might be holding you back, and discover a powerful framework that focuses on achievement, creation, and experience instead. If you're ready to transform how you think about and pursue what you want in life - whether that's in sales, leadership, or your personal growth - this episode will give you practical tools and mindset shifts to make it happen.

Have you ever walked into a sales meeting feeling perfectly prepared - research done, questions ready, value proposition polished - but still felt something was off? The reality is, research alone can only get you so far – mindset is the true catalyst behind every sales outcome, yet it is so often overlooked in our preparation.

In this Snippet, Dan and Pam explore why traditional pre-meeting prep often misses the mark, and how shifting your mindset can transform your entire approach to sales conversations. If you're ready to discover the power of mindset and learn techniques that can dramatically improve your conversations, listen to this Snippet, then scroll back to Episode 118, How to Activate Your High-Performance Mindset, to hear the full discussion.

Today, people feel pressure to prove themselves on social media—sharing every win and accomplishment. Yet, the most successful people rarely feel the need to broadcast their achievements. When looking at who actually makes it in business long-term, there's one quality that stands out above all others: humility.

In this episode, Dan and Pam explore why humility is the hidden key to high performance. You'll learn what true humility looks like in business and relationships, and why it actually has nothing to do with downplaying your talents. We'll break down the specific behaviors that set humble high performers apart, and why all the success in the world doesn't entitle any of us to special treatment as human beings. If you want to understand how humility can transform your relationships and results—not the fake kind we see on social media, but the real deal—this episode is for you. 

Sometimes, the thing that’s holding us back from achieving that next level of performance isn’t a lack of skill or ability –  it's the voice inside our own head. However, with the right tools and practice, it is possible to strengthen your mindset so you can think clearly and decisively in almost any circumstance.

In this episode of Breaking Sales, we’re continuing Dan’s conversation with Dr. Rachel Turow, a psychologist who studies how our inner dialogue impacts our ability to connect with others and perform under pressure. Rachel and Dan explore how that instinct to judge – that primal need to categorize everything around us – shapes our performance and relationships. They dig into research-backed strategies for shifting from harsh self-criticism to productive self-talk. Whether you're struggling with difficult conversations, meeting with prospects, or navigating any high-stakes interaction, you'll learn practical techniques for letting go of judgment so you can think more clearly and build deeper trust.

If you're ready to discover how changing your inner dialogue can transform your outer results, stay tuned.

Links:

Read the Self Talk Workout: https://www.rachelturow.com/home/self-talk-workout 

Visit Rachel's Website: www.rachelturow.com

Have you ever noticed a little voice in your head right before a big meeting, saying "Don't mess this up. Don't say anything stupid. Make sure they know how smart you are." 

That voice isn't just an annoyance; it's actually sabotaging your performance. 

In this episode, Dan sits down with psychologist and researcher Rachel Turow to explore the science behind self-talk and how it affects everything from sales performance to our relationships. 

You'll learn why 94% of our thinking is routine, why most of it is negative, and most importantly what you can do to change those negative thoughts and thus your behavior.

 If you're ready to understand how your mindset might be holding you back and what you can do to perform at a higher level, stick around.

We've all been there – a conversation seems to be going well, when one comment or question causes everything to shift. The energy changes, walls go up, and what seemed like a productive discussion grinds to a halt. What made things go south? In many cases, it’s a lack of empathy. 

In this episode of Breaking Sales, Dan and Pam dive deep into why empathy is the foundation of meaningful business relationships. They’ll explore real examples of empathy in action, and how abandoning the empathetic approach can lead to disaster. They’ll also discuss why even experienced sales professionals struggle to inject empathy into their conversations, and how this impacts their ability to build trust with prospects. This episode will challenge you to reconsider how you approach customer conversations and teach you how to create genuine connections that enable trust to flourish far more than a layer of superficial warmth would ever allow. Get ready to discover why empathy might be the most powerful—and most misunderstood—tool in your sales arsenal.

This week on Breaking Sales, we conclude our eye-opening conversation on the psychology of high performance with Dr. Eric Potterat and Alan Eagle, authors of "Learned Excellence: Mental Disciplines for Leading and Winning from the World's Top Performers."

In this final installment, we'll challenge some common misconceptions about excellence, explore the power of your social circle in shaping your success, and unpack the ABC model that top performers use to manage their thoughts and reactions. Eric and Alan also share their expert recommendations on how you can take those first steps towards improving performance, providing some surprisingly simple strategies that can make a big difference.

Read “Learned Excellence” here: https://a.co/d/9vQiv2I

What do Navy SEALs, professional athletes, and top sales professionals all have in common? On the surface, it may not seem like much. 

However, when you dig a little deeper, you’ll notice a crucial commonality: They actively cultivate and practice learned mental disciplines to optimize their performance under pressure. In part two of our conversation with Dr. Eric Potterat and Alan Eagle, authors of "Learned Excellence: Mental Disciplines for Leading and Winning from the World's Top Performers,” we'll explore crucial topics like curiosity, reflective thinking, and adversity tolerance—skills that are essential for success in any field, but especially in sales and leadership. 

We'll unpack how top performers use visualization techniques, breathing exercises, and pre-performance routines to prepare for high-stakes situations. 

Whether you're gearing up for an important sales call, a crucial presentation, or leading your team through challenging times, Eric and Alan’s insights will help you elevate your game.

Read “Learned Excellence” here: https://a.co/d/9vQiv2I